Deprecated: mysql_connect(): The mysql extension is deprecated and will be removed in the future: use mysqli or PDO instead in /home/a26f9f83/public_html/articles/includes/config.php on line 159
Winning Sales Proposals > NetSparsh - Viral Content you Love & Share

Winning Sales Proposals

Your proposal is selling for you when you're not there, so it must reflect your standards of professionalism.

Like it or not, sales proposals are a tool of the trade, and writing a well-crafted proposal can mean the difference between winning and losing a client's business, especially if you are selling to major accounts. Decisions can take months. Multitudes of people at different levels in the customer's organization have input and influence. Even in less complex selling situations, the buyer may request a proposal.

In the audio book, "Sound Advice on Sales Strategies," Tom Snyder of Huthwaite, the creators of SPIN Selling says that when it comes to sales proposals, "It's important to keep in mind that a proposal must sway key decision makers and influencers you haven't met, not just the ones you have."

"Consider how you will ensure that these people actually read your document," says Snyder. That means making it as easy as possible for people to read, and focusing the document on the client and their needs. "Build a strong business case that justifies the cost and addresses the client's business issues," says Snyder. "Show how your solution meets the needs and delivers benefits." And, he adds, don't pile all of the technical detail into the body of the proposal.

Decision makers weigh all of the risks before bringing a new solution into their organization, and won't purchase until those are resolved. Face it head-on. "Assess the risk inherent in the decision," says Snyder. "Show how your solution will minimize those risks." For example, the risk of implementation is always a primary concern. Your sales proposal should provide clear implementation plans that show how obstacles will be overcome.

You may need to work through a number of iterations when writing a sales proposal. "Make sure you're hitting the mark," says Snyder. "Check your draft proposal with your sponsor ? your internal champion ? before submitting the final version. "

Finally, when it comes to winning sales proposals, Snyder says it's helpful to remember an old adage, "If it's worth doing, it's worth doing right. Your proposal is selling for you when you can't be there, so it has to reflect your standards of professionalism."

Tom Snyder offers advice on planning and executing sales strategies each week in the free audio-newsletter from What's Working in Biz, http://www.whatsworking.biz/full_story.asp?ArtID=92

About The Author

Richard Cunningham is a principal of What's Working in Biz, http://www.whatsworking.biz, a publisher of business audiobooks and online audio programs on marketing, sales, and small business strategies.

In The News:

This RSS feed URL is deprecated, please update. New URLs can be found in the footers at https://news.google.com/news

Forbes

A High-Trust Sales Organization Starts From The Top
Forbes
Sales leaders who intentionally build trust can earn an overwhelming list of benefits: consistent profitable sales growth, improved customer satisfaction, protection from competitive threat, innovation and risk-taking, productivity, employee engagement ...


Washington Post

Despite sales slump, Harley-Davidson earnings beat expectations
Washington Post
For years, Harley-Davidson has struggled from a drop-off in ridership and domestic sales. This year has been particularly turbulent for the company, which was caught in the crossfire of President Trump's trade war. The company has said Trump's tariffs ...
Harley-Davidson earnings: US motorcycle sales continue to plunge, but profit jumpsUSA TODAY
Harley beats Wall Street earnings estimates, but shares slide as US sales continue to fallCNBC
Harley-Davidson's US sales skid in quarter that included Trump spatCBS News
Yahoo Finance -Washington Examiner -The Hill
all 158 news articles »

Crain's Chicago Business

What's behind the big drop in home sales?
Crain's Chicago Business
Potential homebuyers have a lot of questions these days, from how high property taxes and mortgage rates will go to the fate of the nation's economy after next month's midterm elections, and their unease with the unknown slammed the brakes on home ...


CNBC

Auto dealers see slowing sales, sparking fears that a long-expected decline is here
CNBC
A growing number of auto dealers around the country is seeing a noticeable drop in retail sales and customer traffic in showrooms, raising the possibility that a long-anticipated slowdown in auto sales has arrived. "We are definitely seeing business ...


Forbes

Best Black Friday 2018 Deals: Expected eBay, Target, Walmart Sales
Forbes
We know doorbusters will include major iPhone, Galaxy, PS4 Pro, Xbox One X and HDTV sales, but who will give you the best bang for your buck? This article will show you what to can expect from Black Friday 2018 and which stores should be the focus of ...

and more »

CNBC

McDonald's once again looks to breakfast to solve US sales woes
CNBC
McDonald's is once again looking at breakfast to solve its slowing U.S. sales problem. The company said Tuesday during an earnings conference call that it would be rolling out new breakfast items as well as more national and regional value deals to ...
McDonald's reports strong sales, teases new breakfast offeringsYahoo Finance
MCD - Mcdonald's Corp Stock quote - CNNMoney.comBusiness

all 37 news articles »

Wall Street Journal

Higher Prices for Burgers Help McDonald's Sales
Wall Street Journal
Closures or disruptions due to construction have resulted in lost sales for many restaurants, according to franchisees. McDonald's finance chief Kevin Ozan acknowledged that the pace of remodeling has been aggressive and said the company is working to ...
McDonald's shares rise after earnings and same-store sales beatMarketWatch
McDonald's Notches Sales Growth in Key Regions; Profits DipVoice of America
Investors Eat Up McDonald's After It Easily Tops Sales and Earnings ExpectationsTheStreet.com
Financial Times
all 218 news articles »

Forbes

From Spreadsheets to Machine Learning: Planning Better Sales Quotas at HP Inc.
Forbes
HP Inc.—you know, the company that produces computers and printers—provides a good illustration of what can be done with the planning process. One particular focus of the company is on how financial plans translate into sales quotas for its salespeople.


Quartz

An introvert's guide to sales and fundraising
Quartz
As the CEO of Uncharted, and the person responsible for sales, partnership-building, and fundraising, I've had to leverage the most strategic parts of my introversion to raise capital and keep our organization financially healthy. What follows is a ...


Forbes

3 Ways To Harness Power Of Purpose In Aligning Sales And Marketing
Forbes
She says this mission is the key to aligning sales and marketing across the company, including with front-line sales associates, which they call “stylists,” and independent franchise owners. Here are three insights that any company can use to make ...

Google News

Planning to Realize Your Goals

Recently, I wrote about about creating specific, compelling goals that... Read More

What Successful Sellers Know - Others Dont ... The Subtle Art of Closing

Ask any salesperson, "At what point in the selling process... Read More

At-ti-tude, n

At-ti-tude, n.One of Webster's dictionaries describes the word attitude as:a... Read More

An Ideal Selling Situation

The largest sale that I ever closed was negotiated over... Read More

Its Better When They Tell Them

You know that word of mouth can grow your business.... Read More

Generating Sales Leads

Any company that relies on selling a product or service... Read More

The Damaging Admission - A Persuasive Technique

We would all like to think that our product or... Read More

Follow the Long Yellow Copy: Do Long Scrolling Sales Letters Work?

Have you ever sat through a movie and got to... Read More

A Stupid Question, but it has to be asked

This is a stupid question but it has to be... Read More

Exporting to Europe: Not the Challenges You Think

If you plan to do sell your product or service... Read More

Long Sales Letters vs. Short Sales Letters

Everywhere I turn, I'm being asked to weigh in on... Read More

How To Take The Right Steps To Increase Your Selling Results

Steps - it is unrealistic for most salespeople to expect... Read More

Dont Let Rattlesnakes Scare You

Recently I was out trail running along the South Fork... Read More

Are You a Winner or Whiner?

I've found that winners say "I choose to." Whiners, on... Read More

In Sales Service Means Business

Some businesses flourish while others slowly fade away. There's usually... Read More

Gatekeepers

When I ask salespeople to define what a gatekeeper is,... Read More

How To Get Rich Giving Away Something Free

The best of all worlds is to have a product... Read More

How to Blow Rapport Really Fast

Do you have 5, 10, or 20 years of sales... Read More

A Look at Store Fixture Parts

Products for sale need to be displayed in a manner... Read More

Aamazing Tips To Increase Your Sales

1. When you make your first sale, follow-up with the... Read More

How Can a White Paper Support Sales and Marketing?

A white paper supports PR, marketing and sales because it... Read More

The Best Day In The Week

The best day of the week is TODAY, of course.... Read More

Turn Your Wisdom Into a Workshop

The Technical Revolution has done a lot for us --... Read More

How Can Fundraising Consulting Help Us Raise Money?

If you need to hold a fundraiser and don't know... Read More

Why Arent They Buying?

You've polished your sales page over and over againuntil it's... Read More